Software: New Market Entry Delivering Value at Exit

Client

• Privately held industrial IoT software company

Challenge

• U.S. category leader sought to unlock Asia revenue and demonstrate a scalable go-to-market model ahead of a private equity sale—prioritizing rapid traction over a heavy local build.

Approach

• Defined the market-entry strategy via targeted value-chain interviews; identified local success factors, prioritized high-potential segments, and refined go-to-market and partner criteria.

• Ran a partner search; screened and approached candidates, diligenced fit and coverage, and supported partner selection and agreement negotiations.

• Advised on setting up a lean local sales-and-support hub to enable partners, support direct pursuits, and accelerate localization and adoption.

• Identified key localization requirements and supported setup and enablement to activate partner sales.

Impact

• Secured a capable, motivated distribution partner with strong ties to industrial customers; agreement closed quickly. Established direct enterprise pursuits for priority accounts and existing globals, complemented by distributor reach into key local buyer groups. The local sales-and-support hub and targeted localization enabled priority deals; early revenue and reference customers in core segments demonstrated real traction in China, proved scalability in Asia, and contributed to value realized at sale.